ELEVATE THE PODCAST EXPERIENCEYou never want the guest to question, "Why did you want me in the show in the first place?". Fortunately, it's very possible to get the hang of handling a podcast and providing your guest with a memorable experience from before the interview to post-recording! In today's episode of Sales Transformation, Collin tells us how you can create a meaningful experience for your guests from start to finish.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: THE RELATIONSHIP STARTS AFTER THE INTERVIEW“The relationships really start after the podcast interview. You've got to find ways as a podcast host and as a seller, to continually stay top of mind. Engage with their content with intentionality and continue to further the relationship. Maybe you have something of extreme value that you can offer them, a free strategy call, a free coaching call, an invite to a free coaching group that you do."Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

HUMAN FORECASTING + ALGORITHMS = ACCURACYIt's crucial to get forecasting as accurate as we can. And we have individuals who've made it their goal to make these forecasting algorithms as accurate for different companies as possible. In today's episode, we throwback to Collin's conversation with Jeremey Donovan, EVP of RevOps and Strategy at Insight Partners. Make sure you don't miss all the juicy details in the latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSJEREMEY: FORECAST CATEGORY WAITING IN ENTERPRISE“Stages tend to be more and more accurate when you've got a large volume and more transactional deals and that human forecast category is much more valuable and useful in the enterprise when you've fewer deals but larger numbers."Connect with JeremeyLinkedIn | WebsiteConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

BUILD TRUST AND RAPPORT FASTERThere are a lot of steps to building trust and rapport if you want to position yourself as someone who can solve your customers' problems. In today's episode, Collin dives deep into how we can use a podcast to essentially speed through these steps. Learn more about what exactly this means in the latest episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: THE BEST WAY TO USE A PODCAST AS A SELLER“If you're a seller and have a podcast, having a podcast about sales doesn't make a lot of sense unless you sell into sellers. You want to have a show about having conversations with the types of people that you're looking to build relationships with that can create opportunity in your role, business, and drive business."Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

ATTAIN EFFICIENCY EVEN IN TIGHT TIME WINDOWSEvery salesperson, at some point in their career, could ask "Did this need to be a meeting" or "Was this even an effective meeting?" One way to take accountability while also managing time effectively is to think in chunks or blocks of time instead!In today's episode,  Hamish explains exactly what that means and shares his experience on writing his first book and how it actually came about. Find out more in this episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSHAMISH ON THE CONCEPTS IN THE BOOK“But if we check in quickly on Monday, what are you going to do this week, who you're talking to this week, what opportunities are moving down or out of the funnel? And then on Friday, review their data and look forward. I find that my clients find that creates a really nice flywheel effect that allows everyone to feel supported and no one to feel micromanaged.”Connect with HamishLinkedIn | PodcastConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

ACCOUNTABILITY TAKES YOU A LONG WAYSometimes sales leaders just manage more people than they can manage. Then they end up being part player, part coach in their role and essentially stop being accountable to themselves. In today's episode of Sales Transformation, Collin discusses accountability and why it can be so advantageous to have a full funnel.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: HAVING A FULL-FUNNEL CAN MAKE A HUGE DIFFERENCE MENTALLY“You can actually serve your prospects better when you have a healthy pipeline because you are showing up as the best version of yourself. You truly care about helping them versus just like, "I gotta get this commission." And I talk about this a lot is, you know, a lot of salespeople are still walking around with commission breath and your prospects can smell it.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

DO YOU HAVE FLUFF IN YOUR FUNNEL? OR NOT ENOUGH?Not many people think about it but it's amazing how much you can serve your prospects better when you have a healthy pipeline. This also means you feel a bit more freedom to say no especially recognizing that not all business means good business!In today's episode, Collin and Hamish talk about what full funnel freedom means and leading up to a healthy funnel. Learn about these in more detail in this episode of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSHAMISH ON WHERE THE IDEA OF FULL-FUNNEL FREEDOM CAME FROM“It really came from a reflection on some conversations I had with leaders that we work with, where they felt that if their funnel consistently, reliably looked like a funnel, instead of a pencil, or a stomach in an antacid commercial, they felt free to think about the future, they felt free to do some planning, they felt free to explore new markets or new verticals.”Connect with HamishLinkedIn | PodcastConnect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

I HAVE TOO MANY PEOPLE ON MY TEAMThe reality is, some sales leaders are just managing more people than they can effectively manage. Today's episode has Collin in an insightful discussion with Hamish on how sales leaders can better approach time constraints especially when handling multiple people. Find out more in this edition of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSHAMISH: YOU HAVE MORE TIME THAN YOU THINK“Once we worked through the numbers, they're like, Oh, I get it. So I can spend 10% of my week doing this. And then I'm basically freed up to do all of the other stuff that my bosses are asking me to do, or go on ride-alongs or strategically plan and support my people”Connect with HamishLinkedIn | Podcast Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

THINK ABOUT WHAT'S ACTUALLY IMPORTANT"Are we even going to hit our numbers?" A lot of times some sales leaders just want to talk about the fun stuff that they're going to do for the weekend and not even bother to ask this question. In today's episode, Collin is joined by Hamish Knox to talk about crippling beliefs common in salespeople and even in sales leaders, only here in the latest episode  of Sales Transformation.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSHAMISH: DON'T CHOOSE WHAT FEELS GOOD OVER WHAT YOU ACTUALLY NEED TO DO“For a lot of leaders, when I talked to them initially about accountability. They're like, "Well, my team is not going to go for that." And I'm like, "Okay, but who's their boss?" Because do you want to have full frontal freedom? Or do you want to have a bunch of friends that you go have beers with on Friday? Pick one.”Connect with HamishLinkedIn | Podcast Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

Is podcasting already a reliable way to sell without selling? Collin shares some tips and tricks to leverage podcasts to build relationships and get people curious about you and what you do. In today's episode of Sales Transformation, Collin also talks about how you can add value after recording and help them better determine if you're a good fit.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: YOU CAN ALWAYS HAVE HIGH-VALUE CONVERSATIONS“If you give them a good experience through them coming on your podcast, they're naturally going to be curious about you and what it is that you do.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

HOW DO I GET STARTED?What's the worst thing that can happen when you start a podcast? The easy answer is when no one listens to your show. But what we don't often think about is the value and special learning experiences we get to go through along the way! In today's episode of Sales Transformation, Collin explains how to stay realistic so that you can start your own podcast.Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.TRANSFORMING MOMENTSCOLLIN: DON'T GET HELD BACK BY WHAT IFS“There are people who are just super big planners and want to have the next twelve months figured out but that's unrealistic. Figure out the things that are important that you need to know in order to get started and then you kind of have to see where it goes.”Connect with Collin LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok